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CIADA Auto Dealer News C A R O L I N A S I N D E P E N D E N T A U T O M O B I L E D E A L E R S A S S O C I AT I O N

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Inside D E C E M B E R

INDUS T RY NE W S

Cox Auto Appoints Sundaram to New Post

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What’s New

NIADA.tv NAAA EDUCATION SESSIONS ONLINE Go to NIADA.tv’s Remarketing channel to view the education sessions from the recent NAAA convention! While you’re there, check out all the resources NIADA.tv has to offer!

Inside

06 Great Dealers Build Relationships 08 National Leadership Conference 10 Fiat Owners Hope to Elevate Brand 12 Eliminate Year-End Accounting Stress 14 60th Anniversary CIADA Convention 18 Golf Tournament 20 CIADA Past Presidents 22 QDY Luke Godwin 32 Gala Dinner 34 CIADA Annual Meeting

Advertiser’s Index

Ace Motor Acceptance............................................................... 9 ADESA...................................................................................................19 ARA GPS................................................................................................. 5 Auto Use..............................................................................................10 Black Book............................................................................................ 3 CARFAX................................................................................................ 11 Carolina Auto Auction.............................................................IFC Charleston Auto Auction................................... Back Cover Insurance AA................................................................................... 17 Manheim............................................................................................... 7 Manheim Pennsylvania..........................................................13 NextGear Capital.......................................................................... 15 Preferred Warranties ............................................................... 21 STARS GPS......................................................................................... 16 TrueCar.................................................................................................23 VAuto....................................................................................................IBC

Office

5643 Harrisburg Industrial Park Dr. Harrisburg, NC 28075 Phone: 704-455-2117 or 1-800-432-4232 Fax: 704-454-5567 www.theciada.com CIADA is a non-profit 501(c)6

NIADA Headquarters

National Independent Automobile Dealers Association www.niada.com www.niada.tv 2521 Brown Blvd. Arlington, TX 76006-5203 phone (817) 640-3838 For advertising information contact: Troy Graff (800) 682-3837 or troy@niada.com.

The Carolinas Independent Automobile Dealers Association is published bi-monthly by the National Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 76006-5203; phone (817) 640-3838. Periodicals postage paid at Dallas, TX and at additional offices. POSTMASTER: Send address changes to NIADA State Publications, 2521 Brown Blvd., Arlington, TX 76006-5203. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of CIADA or the National Independent Automobile Dealers Association. Likewise, the appearance of advertisers, or their identification as members of NIADA, does not constitute an endorsement of the products or services featured. Copyright © 2015 by NIADA Services, Inc. All rights reserved. STATE MAGAZINE MGR./SALES Troy Graff • troy@niada.com EDITORS Jacinda Timmerman • jacinda@niada.com Andy Friedlander • andy@niada.com MAGAZINE LAYOUT & GRAPHIC ARTIST Chantae Arrington • chantae@niada.com ART DIRECTOR Christy Haynes • christy@niada.com PRINTING Nieman Printing

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BY AUTO REMARKETING STAFF

CHIEF CLIENT SUCCESS OFFICER

Now that the acquisition of Dealertrack Technologies is complete, Cox Automotive shifted a top executive who served as copresident of the newest piece of the company portfolio into a new role. Cox Automotive appointed Raj Sundaram to be chief client success officer, reporting directly to Cox Automotive president Sandy Schwartz. In this key position, the company indicated Sundaram will be responsible for helping clients successfully increase efficiency and grow their business utilizing the combined companies’ comprehensive solutions. “Client success has always been our top priority, and now with Dealertrack we will take the definition of client success to a new level,” Schwartz said. “With offerings that span the entire value chain in automotive retail, we will take a more strategic approach to delivering the best, most innovative solutions our combined

companies have to offer. Raj is the perfect person to lead this effort with his extensive client relationships and deep understanding of the auto industry.” Before Dealertrack, Sundaram was president and owner of Automotive Lease Guide. Earlier at Nissan North America, Sundaram held several positions of leadership in financial planning, market research and pricing. He began his career at Ford Motor Co. in the controller’s office. “We are uniquely positioned to leverage our suite of industry leading solutions designed to help our clients drive innovation and lead the transformation of auto retail,” Sundaram said. “We are excited about the potential and focused on client success.” Sundaram holds an MBA in Finance from Lehigh University and a B.S. and M.S. in Accounting from the University of Mumbai in India.

EXECUTIVE COMMITTEE

MISSION STATEMENT

IMMEDIATE PAST CHAIRMAN MICHAEL DARROW THE AUTO FINDERS INC. DURHAM, NC

SC VICE PRESIDENT DARRYL JACKSON CROWN AUTOMOTIVE SALES AND FINANCE ROCK HILL, SC

CHAIRMAN LUKE GODWIN GODWIN MOTORS INC. COLUMBIA, SC

NC VICE PRESIDENT KIM BRADSHAW 1ST NATIONS AUTO SALES BURLINGTON, N.C.

PRESIDENT WILL DAVIS G & B AUTO LOUISBURG, NC

TREASURER STEVE MATTHEWS MATTHEWS MOTORS INC. CLAYTON, NC

PRESIDENT-ELECT DARLA BOOHER DEAL DEPOT, INC. GREER, SC

SECRETARY KEVIN PENDERGRASS CAROLINA AUTO SALES OF MYRTLE BEACH MYRTLE BEACH, SC

CIADA STAFF EXECUTIVE DIRECTOR JOHN BROWN 5643 HARRISBURG INDUSTRIAL HARRISBURG, NC

STAFF

JAYNE HARRIS EDUCATION & MEMBERSHIP SERVICES

JENNY MYRICK EDUCATION & MEMBERSHIP SERVICES

MARTHA BROWN DRIS INSURANCE

DEBBIE BRASWELL CONTROLLER

THE CIADA EXECUTIVE COMMITTEE

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2014-2015

The Carolinas Independent Automobile Dealers Association was organized in 1955 to assist members in enhancing their reputation in the marketplace, gain political influence and provide opportunities to interact with and meet other dealers for the purpose of sharing business and marketing ideas. As a mature and longstanding Association, we are proud to maintain the ideals and principles set by the founders. But today, we offer more…far more. With a fulltime professional staff, modern technology and world class educational programs, we have become a strong, effective and influential organization that exists for one reason only: To represent the independent, non-franchised automobile dealer!

CIADA is the only not for profit association that represents the independent automobile dealer in the Carolinas with a National affiliation.


WHAT’S NEWnew what’s in december

NIADA NATIONAL LEADERSHIP CONFERENCE SESSIONS New legal and compliance sessions are now up and running in the “COMPLIANCE/LEGAL CHANNEL ” from he recent 2015 NIADA National Leadership Conference held in Washington DC.

NIADA NATIONAL LEADERSHIP CONFERENCE www.niada.tv SESSIONS New legal and compliance

SEMA CONVENTION COVERAGE New SEMA and Aftermarket/Accessories videos are now up and running on the “SEMA CHANNEL” from the ecent 2015 SEMA Convention held in Las Vegas last month.

USED CAR WEEK EDUCATION AND TRAINING SESSIONS 18 education and training sessions from the recent Used Car Week Conference held in Arizona last month are now up and running on many different channels throughout the NIADA.TV Network. Check out each channel or the latest Used Car Week videos and updates, or scroll down the home page of NIADA.TV and visit the NEW VIDEOS” section for updates throughout the month of December.

sessions are now up and running on the “COMPLIANCE/LEGAL CHANNEL ” from the recent 2015 NIADA National Leadership Conference held in Washington DC.

SEMA CONVENTION COVERAGE New SEMA and

Aftermarket/Accessories videos are now up and running on the “SEMA CHANNEL” from the recent 2015 SEMA Show held in Las Vegas last month.

USED CAR WEEK EDUCATION AND TRAINING SESSIONS 18 education and training

sessions from the recent Used Car Week Conference held in Arizona last month are now up and running on many different channels throughout the NIADA.TV Network. Check out each channel for the latest Used Car Week videos and updates, or scroll down the home page of NIADA.TV and visit the “NEW VIDEOS” section for updates throughout the month of December.

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DE A L ER BES T P R AC T ICES

Great Dealers Build Strong Customer Relationships THE DIFFERENCE BETWEEN GOOD AND GREAT BY CHET HEUGHAN

We all know the difference between a good dealer and a bad dealer. But what is the difference between a good dealer and a great dealer? It’s really not too difficult to answer. Good dealers and great dealers have many of the same attributes. They have quality cars, certified used car programs, well-trained employees, top-notch aftermarket products and services and a cuttingedge finance department with a multitude of lenders to meet their customers’ needs. Outwardly they look very much alike, so what sets apart the great dealer from the good dealer? It’s all about the customer experience. The customer is the decision maker for who’s good and who’s great. A good dealer can deliver a quality product at a fair price. A great dealer can do the same while also building a relationship with their customers during the sales process. Many of the great dealers, who are consistently winning awards and outselling their competition, are reaping the rewards of business from their repeat customers and those customers’ families. These dealers have managed to build relationships with their customers that outlast the very products they sell. Setting Expectations One of the easiest ways to build a lasting relationship with your customers is through communication. Customers like to receive information about the car buying process. Keep in mind that purchasing a car, for many consumers, is a new process or one they have not gone through in several years. As a result, many of the processes, rules and

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regulations for purchasing a car may have changed since their last purchase. Letting the customer know early in the car buying process what steps are involved, what information you need from them, and approximately how long the process will take will pay dividends. The last thing you want is a customer picking out a vehicle online and thinking they can show up to the dealership and drive away in their new car in 15 minutes. It’s important to realize that as dealers and auto industry professionals we have a unique perspective of the car buying experience and take many of the steps for granted. Customers left uninformed will tend to create their own expectations of what is involved in purchasing a vehicle and the timelines needed to complete the transaction. Setting expectations with your customer and delivering on those expectations can be the first step in building a relationship. Subject Matter Expert Another key to building great customer relationships is being the subject matter expert. Customers want to deal with people who know more about the products and services being sold than they do. You want your dealership’s name to be the first thought that pops into your customers’ minds when they need their next vehicle or when making recommendations to a friend. It can be a real disappointment to customers to ask a question about a vehicle, product or service you offer only to receive a puzzled look from the salesperson or finance manager. This can happen for two reasons: 1) Inadequate employee training or 2) Lack of time spent by employees to learn about the products and services your dealership offers. It may also be the result of your dealership offering too many products and services. Having a wide variety of vehicles on your lot

is part of the business, but having a dozen lenders and warranty providers may be adding complexity to the sales process and confusing your customers without much benefit. The Prepared Customer Many customers leave the dealership feeling they received a fair deal and are happy with their buying experience only to develop sour grapes in the following months. This can largely be avoided by providing your customers with a few key pieces of information. Giving them copies of all the documents they signed should be sufficient, but in reality it’s not. Providing your customers with a quick reference guide is more helpful. Contents might include information about the DMV process, such as when to expect your license plate and information about the lender, including contact numbers and timelines for receiving their first payment statement or coupon book. It’s also important to include key pieces of information about the vehicle warranty, including how to initiate a claim. Packaging this information in a single document before the customer leaves the dealership will empower them and eliminate much of their uncertainty, which is often a major cause of frustration. As the seller we often overlook many of the details involved in the purchase of a vehicle. In this age of information many of us assume customers are far more informed than they really are. Making sure your customers are informed about the complete car buying process and your dealership’s approach to it is a great way to both increase your efficiency and build a relationship based on informed decisions and realistic customer expectations. It’s also the best strategy for becoming a great dealership. CHET HEUGHAN IS DIRECTOR OF APPONE® RISK MITIGATION SERVICES AND INDIRECT LENDING FOR WOLTERS KLUWER FINANCIAL SERVICES. FOR MORE INFORMATION, PLEASE VISIT WWW. WOLTERSKLUWERFS.COM.


WASHING TON UP DAT E

NIADA’s National Leadership Conference Expands Its Presence in D.C. IMPACT OF NATIONAL LEADERSHIP CONFERENCE AND LEGISLATIVE SUMMIT HITS HIGH-WATER MARK AS INDEPENDENT DEALERS BRING THEIR MESSAGE TO LEGISLATORS

Independent motor vehicle dealers made their largest mark yet on Washington D.C. during NIADA’s National Leadership Conference and Legislative Summit in October. Almost 150 dealers and industry leaders, the most since the event returned to Washington in 2013, came from across the nation to meet with federal legislators and industry regulators and make the voice of the independent dealer and small business heard in the nation’s capital. The event was capped by the climactic Day on the Hill, when NIADA dealers and corporate partners swarmed Capitol Hill, meeting with 63 members of the Senate and House of Representatives or their legislative staff. That’s by far a record, surpassing the 36 meetings of 2014. “NIADA is on the move and on the rise,” NIADA CEO Steve Jordan said. “And nowhere was that more evident than at the

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industry vendors provided strategies Dealers urged Congress National Leadership Conference for grass-roots advocacy at the state to reject calls for a complete in Washington D.C., with the and local levels. ban on sales of vehicles with success of that important event.” In addition to legislators, open recalls, pointing out that This year, the NIADA representatives of several federal independent dealers by law contingent featured an expanded regulatory agencies spoke to the cannot make recall repairs, and role for its affiliated state group, providing regulatory updates associations, as six state IADAs – grounding those vehicles would and answering specific compliance have devastating effects on small Georgia, the Carolinas, Alabama, questions from dealers. businesses and consumers. Texas, Ohio and Pennsylvania – formed teams of members that received enthusiastic responses in their visits with many of their representatives and senators. In all, 10 NIADA teams visited Capitol Hill, twice as many as last year. “Their message to us was, ‘Bring it on, because we’re ready to fight for you,’” Carolinas IADA executive director NIADA’S JAMES ZANIOS, TODD HOAGEY, MICHAEL ESPOSITO AND GUS CAMACHO MEET WITH REP. STEVE KNIGHT (RIGHT) IN HIS CAPITOL HILL OFFICE. John Brown said. The speakers included Malini They also expressed support The Ohio delegation witnessed Mithal of the Federal Trade that first-hand. When they brought for a bipartisan bill that would Commission, Scott Steckel of the up an issue that recently came up rescind the CFPB’s controversial CFPB and the Department of Labor’s 2013 auto financing guidance in the state involving Canadian Derrick Witherspoon. It was the that claimed dealer discretion on titles, Rep. Steve Stivers got on first time DOL had been part of the interest rates creates a risk of his phone and called the state discrimination and would force the National Leadership Conference. DMV director on the spot. “The one thing we wanted to do bureau to be more transparent “He said, ‘We’re going to get and seek stakeholder input before this year is make sure we had the this handled. It means jobs in opportunity to hear from folks we issuing future guidance. my district,’” said Bob Fahey hadn’t heard from before,” NIADA During the conference, of Fairdale Auto Sales in regulatory counsel Shaun Petersen featured speakers Rep. Mike Cambridge, Ohio. “That kind of said. “The Department of Labor Kelly (R-Pa.) and Sen. response is really great.” regulates dealers’ relationships Deb Fischer (R-Neb.) NIADA’s teams focused with their employees, and they’re addressed the on two issues – recalls attendees, and a panel working on a couple of key initiatives and the Consumer right now that will impact that of dealers, state Financial Protection relationship.” executives and Bureau.

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INDUSR T Y NE W S

Sophisticated in Thought, Humble in Possession FIAT OWNERS HOPE TO ELEVATE THE BRAND IN AMERICA

When Pope Francis arrived at the White House in a Fiat to meet President Obama, John Montgomery was ecstatic. Montgomery is the president of Fiat Club America, the largest Fiat Club in the world with over 1,500 members from America and around the world. Pope Francis’ choice of a Fiat 500L 4 door as his official ground transportation affirms the Fiat brand in North America. The message was perhaps more effective than all the clever Fiat USA marketing ads combined. Montgomery said that the Pope’s “little Fiat that could” would heighten brand awareness and define the Fiat brand to new generations of buyers. The Pope’s lifestyle message of a responsible

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BY BRIAN BRAUDIS

austerity was no better illustrated than press coverage of the Fiat lightly streaming down our city boulevards surrounded by a sea of Chevy Suburbans. The Fiat brand has been steadily growing in North America, selling nearly 250,000 cars since its return to North America in the spring of 2011. Montgomery points out that Fiat is the only major brand to successfully return to North America. “Fiat is the only manufacturer that stepped forward when no one else would to help Chrysler reemerge from bankruptcy in 2009,” said Montgomery. “They paid the government loans back six years early and made a solid

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commitment to invest in North America. Chrysler is now the strongest of the big three with record sales and even record exports of Chrysler and Jeep models overseas. “Nearly all Fiats sold in North America have engines built in Detroit. Components like airbags, fuel pumps, brake calipers and power steering components are built over here. The brand new Fiat 500X 9-speed transmission is built in South Carolina. Fiat and its dealers have built over 225 studios across America; keeping their Italian DNA intact – Fiat’s stylish, efficient and slightly understated cars have actually made quite a statement while bringing American jobs at the same time.” Italian design reflects the passion of the culture and Fiat is no exception. The brand offers over 15 bold colors, including pastels Verde Chiaro (retro mint green), Celeste (retro powder blue), Mocha Latte (dark beige) and Giallo Moderna pearl yellow, colors the “committee think”

manufacturers would not even dare try. Fiat cars deliver maximum utility and efficiency while being frugal and fun. I asked John Montgomery what he liked best about supporting and promoting the Fiat brand and he said, “Fiat owners love the powerful and spontaneous emotion the brand projects to the public – the cars turn heads. Owners routinely report coming out of a store or restaurant only to find someone waiting near their car to ask about it. It’s like being a celebrity without the rehab!” Fiat Club America is a great way to share and expand the emotional connection that comes standard in every Fiat model. “We are going to make the Pope an honorary club member,” Montgomery said. “His example of humility with responsibility is something we can all take to heart when selecting an automobile.” BRIAN BRAUDIS IS AN AUTO INDUSTRY VETERAN AND LEADERSHIP EXPERT HELPING EXECUTIVES WHO WANT TO INCREASE CLARITY, CONFIDENCE AND CONTROL AND DELIVER GREATER PERFORMANCE, COMMITMENT AND EXECUTION. BRIAN ALSO WRITES ABOUT THE AUTOMOTIVE INDUSTRY. HE CAN BE REACHED AT BRIAN@ THEBRAUDISGROUP.COM


M A N AGEMEN T M AT T ERS

14 Fixes to Wipe Out the Stress of Year-End, Once and for All ELIMINATE YEAR-END ACCOUNTING STRESS BY JEFF McCURRY

Like clockwork, year-end comes around every 365 days. Yet we always seem to find ourselves less prepared for it than we had planned. Inevitably, we patch things up as best we can and vow to do better next year. As 2015 rapidly comes to a close, I’m here to tell you it’s not too late. You have just enough time to take care of those

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last-minute transactions and adjustments to your finances to put yourself in the most beneficial position for income tax purposes. Better yet, you can implement key strategies right now that will set you up for success in 2016. I’m talking about killing off the stress of month- and year-end for good. So take a deep breath, put on that pot of coffee, and let’s get started. 1) Focus on the long-term. One of the most unfortunate mistakes you could make is to pay attention only to what’s required for closing out this year. The fact is great businesses are not built in a reactionary environment. In the midst of the hustle and bustle, don’t forget the bigger picture. That includes taking time to honor your most valued employees, encourage cross training and reassess your vendor relationships. 2) Combine vendor solutions for maximized efficiency. If one of your vendors offers a technology that would allow you to consolidate several vendors or products into one – and for a fraction of the cost – it’s not rocket science that you should seriously consider it. For example, a single Dealer Management System can perform more efficiently than working with separate inventory management, servicing, website and inventory listing companies. 3) Automate processes wherever possible. It all boils down to leveraging your technology to the fullest. These days, most software solutions offer automation – whether through simply running and emailing reports to key personnel or through approval processes to enforce workflow. These tools can make sure the right people review the right information at the right time, every time. 4) Remember the “why.” In general, the purpose of accounting activity is to produce accurate and reliable financial statements. These statements are important for a number of reasons, the most significant being the ability to realistically present the value of your company to your owners and

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investors. This is crucial, especially when attempting to gain additional funding for your operations. 5) Revamp your accounting team. After ensuring you have the right people in place in all other areas of your business, take a closer look at the accounting team. Every employee should be knowledgeable of generally accepted accounting principles and processes. 6) Train, train, train. Arrange a complete training plan for your team covering all of the tools they’re expected to use, including software. Whether they receive this training internally or from an outside resource is irrelevant, as long as it results in team members feeling prepared and empowered to properly conduct all of their necessary functions. 7) Review the security rights of your users, and confirm they are able to perform actions appropriate for their job level. The following sensitive transactions should only be accessible by qualified accounting personnel: • Contract sales • Contract amendments • Term settlements • Applying repo proceeds • Charge-offs • Write-downs • Reversing payments • Extension of payments • Waiving of late fees • Miscellaneous cash receipts/ disbursements 8) Make accounting part of your daily routine. You simply cannot wait until month-end to take care of all your workflows and then expect everything to go smoothly. If you want to properly manage accounting, it must happen every day. You’ll eliminate stress at month-end, quarter-end and even year-end. Those periods will just be one more day or week in your monthly cycle, because you’re continually rebalancing along the way. 9) Establish clear, easy-tofollow processes for the day, week and month. Of course, make sure you also include these processes in your training. 10) Review all clearing accounts daily. Your clearing accounts are a useful auditing tool. They act as a dumping ground for frequent transactions offset through other processes, such as bank deposits or accounts payable bill creation. Ideally, these should

zero out at the end of each day. By keeping an eye on these accounts, you can identify any gaps in procedure. 11) Ensure your controller monitors the daily balances of all accounts on the financial statements. If a reconciliation error occurs, it’s much easier to pinpoint the transaction(s) causing the discrepancy when you are only reviewing a day’s worth of transactions. 12) Set up periodic reviews to confirm that all processes are being followed and are effective. Do not skip this step! 13) Remember that consistency is more important than being correct. I know that sounds a little surprising, since reliable accounting thrives on accurate information. However, establishing solid practices that are followed by everyone – particularly those without an accounting background – will make it much easier for your controller or CPA to find and fix errors. 14) Group questionable entries into their own account. We often recommend dealers add an account in the chart of accounts called “0000-00 I Don’t Know.” Then train your staff to choose this account if they run into an accounting issue where a response is required. It places these transactions into a single area your controller or CPA can sweep and clear, making it as simple as possible to track down and correct discrepancies. This approach also gives nonaccounting employees an easy process for addressing accounting issues that crop up – all without stopping what they are doing and tracking down your controller or CPA. There’s no question… End-ofmonth and end-of-year activities are easily daunting. But staying on top of day-to-day tasks during the course of the year can save you countless headaches in the final quarter. The only challenge now is to find the time to do it. (More coffee, anyone?) Even if you choose to delay getting your house in order until Q1 2016, the most important thing is to get it done. If you’re still not convinced, pay attention to how the stress of year-end feels this time around – and remember you have the game plan to change it. JEFF McCURRY IS DIRECTOR OF ENGINEERING FOR PRODUCT DEVELOPMENT AT DEALERSOCKET. HE LEADS THE TEAM IN CHARGE OF DEVELOPING IDMS, A NEW DEALER MANAGEMENT SYSTEM FOR INDEPENDENT DEALERS, LAUNCHING IN THE SECOND QUARTER OF 2016.


ASSOCI AT ION NE W S

CIADA 60TH ANNIVERSARY Convention and Expo A TREMENDOUS SUCCESS

THANK YOU TO EVERYONE WHO AT TENDED. I WOULD ESPECIALLY LIKE TO THANK THE CIADA STAFF, WHO STEPPED UP TO THE CHALLENGE TO MAKE OUR 60TH ANNIVERSARY THE BIGGEST AND THE BEST EVER.

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The 2015 Annual Convention and Expo was a tremendous success, thanks to you! This year’s convention at the Kingston Plantation Hilton in Myrtle Beach was one for the record books. We had over 600 attendees and 22 past presidents in attendance. The 296 vendor/exhibitor attendees with a record 82 vendor booths provided CIADA member dealers with an excellent variety of product exposure and numerous ways to increase profitability. Thank you to everyone who attended. I would especially like to thank the CIADA staff, who stepped up to the challenge to make our 60th anniversary the biggest and the best ever. They worked for over a year to plan the expo and make sure it was the best it could be, and they succeeded. I would also like to thank our 22 past presidents who took time to be part of this anniversary event. We wish you continued success. Please come back next year. Planning is already underway for the 2016 “See You in the Winner’s Circle” annual meeting and expo. Please mark your calendars now for August 11-14 at the Kingston Plantation Embassy Suites Hotel and Conference Center. It’s going to be huge. We are already planning on world class education featuring some of the best consultants and motivators in the automotive industry to help you dealers get to the winner’s circle. As a recap of this year’s event, let me begin by saying 2015 has been a tremendous year for the CIADA. At the NIADA Convention, Darla Booher, owner of the Deal Depot in Greer, S.C., was selected as the National Quality Dealer of the Year. Darla absolutely represents the very best of the best. Among her numerous dealership, community and family responsibilities, Darla serves as the CIADA president-elect. Also at the NIADA Convention, Michael Darrow, from The

BY JOHN BROWN

Auto Finders in Durham, N.C., was honored as the National Community Service Award winner. Additionally, Phillip Hetzler from Matthews, N.C., was the Region II scholarship recipient. Also representing the CIADA on a national basis, I was honored to serve the last year not only as your executive director but as the chairman of the Association Executives Council. Your CIADA leadership extends through the Carolinas and the entire USA as two of our own past presidents, Billy Threadgill (Vans Used Car Sales, Florence, S.C.) and Chris Martin (EZ AUTO, Fayetteville, N.C.) serve all of us on a national level as president elect of the NIADA Executive Committee and the Audit Committee Chair, respectively. Joining Billy and Chris this year will be Luke Godwin as a board member on the NIADA Services Board. Of course I would be remiss if I didn’t include in this leadership group the former executive director of the CIADA and former CEO of the NIADA, Mike Linn, who continues as CEO Emeritus for NIADA. Take pride and congratulations to all our Carolina members for being so involved, not only within our industry but for the countless number of members who serve every day in their local communities to make a difference. This year at the annual meeting the membership selected Kevin Pendergrass of Carolina Auto Sales of Myrtle Beach as secretary of the CIADA Executive Committee. The membership also elected Will Davis (G & B Auto Sales, Louisburg, NC) as president; Darla Booher (Deal Depot, Greer, S.C.) as president-elect; Kim Bradshaw (1st Nations Auto Sales, Burlington, N.C.) as NC Vice President; Darryl Jackson (Crown Automotive Sales and Finance, Rock Hill, S.C.) as SC Vice President; and Steve Matthews (Matthews Motors, Clayton, N.C.) as treasurer.


ASSOCI AT ION NE W S

OPENING RECEPTION THANK YOU TO EVERYONE WHO AT TENDED OUR OPENING RECEPTION. BECAUSE OF YOU IT WAS A HUGE SUCCESS AND A GOOD TIME WAS HAD BY ALL.

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CIADA 60TH ANNIVERSARY Convention and Expo


ASSOCI AT ION NE W S

GOLF TOURNAMENT

CIADA 60TH ANNIVERSARY Convention and Expo

THANK YOU TO EVERYONE WHO AT TENDED OUR GOLF TOURNAMENT. BECAUSE OF YOU IT WAS A HUGE SUCCESS AND A GOOD TIME WAS HAD BY ALL.

CHARITY POKER

SCHOLARSHIP WINNERS • JUSTIN LEONARD, N.C. 1ST PLACE • CHESNEY LYLES, S.C. 1ST PLACE • MORGAN SHORT, N.C. 2ND PLACE

SCHOLARSHIP PRESENTED TO MORGAN SHORT FROM N.C.

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ASSOCI AT ION NE W S

PAST PRESIDENTS THANK YOU TO EVERYONE WHO AT TENDED OUR PAST PRESIDENTS MEETING. BECAUSE OF YOU IT WAS A HUGE SUCCESS.

RECORD NUMBER OF PAS T P RESIDEN T S AT T END CON V EN T ION

PAST PRESIDENTS • MATT MATTHEWS • E.M. STAFFORD • HOWARD NEIGHBORS • HARRIS HASKETT • GENE JOHNSON • HAYNES BAUCOM • RAIFORD TROUTMAN, 2015 ATTENDEE • HARRY ATKINSON • E.C. SLACK • BRUCE LANIER • FRANK DORATO • BOBBY BRINKLEY • ELVIN EATMAN • R.L. DEATON

• JIM BOYD • CLIFTON CRUMP • DAVE COLVIN • HENRY GORDON • MEL FOSTER • RUSSELL KEY • VAN THREADGILL • DONALD WIMBISH • KENNETH COOK • LAWRENCE TUTTLE • GEORGE LITTLE • HAROLD HUNT • PHIL KEMP, 2015 ATTENDEE • LAMAR COOK, 2015 ATTENDEE

CIADA 60TH ANNIVERSARY Convention and Expo

• BILL ENGLISH • CLAUDE NORTH • ELMER ROUTH • SPEC HOFFMAN, 2015 ATTENDEE • BILLY PADGETT, 2015 ATTENDEE • CAROLE BOWERS • JIM CHANEY • CHUCK REED, 2015 ATTENDEE • YVONNE SAUL, 2015 ATTENDEE • DALE MULLINS • KAREN BARBEE, 2015 ATTENDEE • DON LANFORD, 2015 ATTENDEE • BUN PUGH, 2015 ATTENDEE • RALPH SIMMS

• DANNY NAYLOR • BILLY THREADGILL • MARSHALL PERRY, 2015 ATTENDEE • CHRIS MARTIN, 2015 ATTENDEE • BRAD CARTER, 2015 ATTENDEE • NORMAN STUCKEY, 2015 ATTENDEE • BOBBY HOFFMAN, 2015 ATTENDEE • CHARLES SAVERANCE, 2015 ATTENDEE • TRACY MYERS, 2015 ATTENDEE • MALCOLM SHEALOR, 2015 ATTENDEE • MICHAEL DARROW, 2015 ATTENDEE • LUKE GODWIN, 2015 ATTENDEE

AWARDS LUNCHEON PRESIDENT’S RING WE OWE AWARD PRESENTED TO NC DMV STEVE WATKINS.

WE OWE AWARD PRESENTED TO SC DMV COL. SHWEDO.

WE OWE AWARD PRESENTED TO WAYNE REAVES.

HALL OF FAME PRESENTED POSTHUMOUSLY TO CAROLE BOWERS, ACCEPTED BY YVONNE SAUL, AND TO MEL FOSTER POSTHUMOUSLY BY BILLY THREADGILL TO SON TOM FOSTER.

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VETERANS AWARD


ASSOCI AT ION NE W S

QUALITY DEALER OF THE YEAR AWARD CONGRATULATIONS TO LUKE GODWIN

OUR 60TH ANNIVERSARY QUALIT Y DEALER OF THE YEAR IS A THIRD GENERATION CAR MAN. Today, he has helped Kiwanis Club member, an Every year the CIADA usher in positive change at active member in his local wants to recognize the very his dealership as well as church, a Certified Master best of the best. This year within the industry and the Dealer, member of a leading is no different. The CIADA CIADA. Even the NIADA 20 group, etc. Quality Dealer of the Year awaits his leadership. Selling One nominator said, “No award is very well deserved. over 350 cars last year with one has worked harder to Starting in the car business over 12 employees across help improve the integrity of was natural for Luke Godwin. three related businesses, this the CIADA.” Current National As he was following in his Quality Dealer of the Year Quality Dealer Darla Booher grandfather’s and father’s was nominated by just about said Luke has single handedly footsteps, the car business everyone! helped change the perception just seemed to be in his Former CIADA chairman about the used car dealer and blood. and NIADA president Chris how the CIADA operates. By the age of 15 Luke was Martin commented, “His depth Godwin Motors is a leader working at the nation’s oldest of knowledge of the Buy Here- in the Carolinas and will auto auction, Rawls Auto Pay Here business and the represent us well at the Auction, where that year he car business in general has NIADA convention next June, became the youngest buyer. always impressed me.” with the possibility of winning Even after getting his PhD, Our 60th anniversary back to back National Quality Luke decided not to become Quality Dealer of the Year is Dealer of the Year awards. a famous doctor or research a third generation car man. Congratulations, Luke scientist, but to work for his Luke is a member in good Godwin, the 2015-2016 dad in the used car business. standing with the CIADA, CIADA Quality Dealer of the Luke knew that he could a community supporter, a Year. change the industry!

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CIADA 60TH ANNIVERSARY Convention and Expo


WayneReaves Websites & Internet Marketing Responsive Websites

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ASSOCI AT ION NE W S

EXPO REVIEW

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CIADA 60TH ANNIVERSARY Convention and Expo


900 VEHICLES WEEKLY! Wednesday (10am) Dealer Only Sale 650+ Vehicles

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ASSOCI AT ION NE W S

AUC T ION NE W S

Auction Chain Hires Industry Vets XLERATE GROUP ADDS TO CORPORATE SALES TEAM

XLerate Group announced the addition of two automotive remarketing veterans to its corporate sales team. Kelly McAllister, promoted to director of business development, joins new hire Julie Heichel, director of sales operations. Both McAllister and Heichel will report to senior vice president of sales, Pat Dudash. McAllister transfers to the XLerate corporate team from XLerate’s Texas Lone Star auction. McAllister has

BY USED CAR NEWS

managed, directed and grown new and existing private-label auctions for the company. His experience also includes 10 years as the AutoNation accounts manager for Manheim and two years at Dealertrack. Heichel comes to XLerate from Automotive Finance Corp., where she served as sales director. Prior to that, Heichel spent 10 years at ADESA, where she worked closely with auctions and institutional/commercial customers.

VENDORS FROM 2015 CONVENTION CIADA & EXPO

60TH ANNIVERSARY Convention and Expo

• 700 CREDIT • ACE MOTOR ACCEPTANCE • ADESA CHARLOTTE • AFC • AMERICAN CREDIT ACCEPTANCE / SPARTAN FINANCIAL PARTNERS • AMERICA’S AUTO AUCTION GREENVILLE • ARA GPS • ASC WARRANTY • AUCTION DIRECT • AUL • AUTO DATA DIRECT • AUTO USE • AUTO ZONE • AUTOBANK FLOORPLAN • AUTOTRADER • AVP, ASSURED VEHICLE PROTECTION • BHPH & NABD, KEN SHILSON • BLACK BOOK • BLACK YARD AUTO AUCTIONS • CAPITAL CITY AUTO AUCTION • CAPITAL GROUP OF COMPANIES • CAR FINANCIAL SERVICES, INC. • CARBUCKS FLOORPLAN • CARFAX • CAROLINA AUTO AUCTION • CAR-WARE • CHARLESTON AUTO AUCTION • CLIFTON LARSON ALLEN • COMSOFT • CONTINENTAL WARRANTY • COOPER TIRE • DEALERCENTER • DEALER FINANCIAL • DEALERSOCKET • DEALERTRACK TECHNOLOGIES • DECISION DYNAMICS • DRIS/VISTA INSURANCE • DURHAM EXCHANGE CLUB • EBAY MOTORS 28

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• EQUIFAX • FLOORPLAN XPRESS • GO FINANCIAL • GREENSBORO AUTO AUCTION • GREENVILLE AUTO AUCTION • GWC WARRANTY • INSURANCE AUTO AUCTIONS • JTZ ENTERPRISE • LIZARD LICK TOWING • MANHEIM DARLINGTON • MANHEIM NC • MANHEIM STATESVILLE • METROLINA CREDIT CO. • MICROBILT • MIDSTATE AUTO AUCTION • NATIONAL AUTO LENDERS • NEXTGEAR CAPITAL • NIADA CPO • PREFERRED WARRANTIES • PROGUARD WARRANTY • RAWLS AUTO AUCTION • ROUTEONE • SMALL DEALERS ASSISTANCE • SINGLE INTEREST INSURANCE • SIRIUS XM • SKY PATROL • SMART AUCTION • SOUTHEASTERN AUTO AUCTION • SPEEDWAY AUTO AUCTION • STARS GPS • TAX MAX TAX REFUND SERVICES • TRUECAR • UNITED ACCEPTANCE • UPSTATE AUTO AUCTION • U-SAVE CAR & TRUCK RENTAL • VAUTO • VERIFACTO • VFG/MASS MUTUAL INSURANCE • WAYNE REAVES


DEALER RISK AND INSURANCE SERVICES

Insurance Services Garage & Bonds General Commercial & Property Coverage Workman’s Compensation Personal Lines Health & Supplemental Benefits Financial Planning Cecilia Fournil, CIC, Owner/Principal Martha Brown, Account Manager DRIS Allison Forster, Account Manager – General Commercial

info@driscarolinas.com

m General Com

ercial & Prop

erty Coverag

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5643 Harrisburg Industrial Park Drive Harrisburg, NC 28075-1088

800-432-4232 www.DRISCarolinas.com Personal Lines

nds Garage & Bo

Towing

Financial Planning

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DRIS is now managed by Vista Insurance Group enabling us to offer complete insurance solutions to all CIADA members.


ASSOCI AT ION NE W S

CIADA 60TH ANNIVERSARY

EDUCATION DAY

Convention and Expo

CIADA 60TH ANNIVERSARY CONVENTION AND EXPO SPEAKERS

TOM KONTOS, ADESA

MIKE PLATTS, CARFAX

REBA GREEN, N.C. DMV

WILL CHANDLER, NEXTGEAR

STEVE JORDAN, NIADA

JOHN DONALDSON, AMAC

COL. KEVIN SHWEDO, S.C. DMV

JOE LESCOTA, NIADA

INGRAM WALTERS, ICARS

ZENDA LEAKS, S.C. DMV

JENNIFER REID, EQUIFAX

KEN SHILSON, BHP

REBECCA DRIVER, N.C. DMV

MIKE SAMAAN, ADD123

SHAUN PETERSEN, NIADA LEGAL COUNSEL

ALEX FOURNIL, BRANDON WILSON, MARTHA BROWN AND CECILIA FOURNIL

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ASSOCI AT ION NE W S

CIADA 60TH ANNIVERSARY

GALA DINNER

AUCTION

Convention and Expo

DIAMOND SPONSOR AWARDS DIAMOND SPONSOR AWARD PRESENTED TO ADD123.

DIAMOND SPONSOR AWARD PRESENTED TO AFC.

DIAMOND SPONSOR AWARD PRESENTED TO PROGUARD WARRANTY.

WE OWE AWARDS

WE OWE AWARD PRESENTED TO SAMMY BERNARDO, PROGUARD WARRANTY.

WE OWE AWARD PRESENTED TO ALLEN DOUGLAS STARS GPS.

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WE OWE AWARD PRESENTED TO ELLIE JOHNSON, MANHEIM NORTH CAROLINA.


ASSOCI AT ION NE W S

CIADA ANNUAL MEETING

CIADA PRAYER MEETING

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CIADA 60TH ANNIVERSARY Convention and Expo


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